JOB DESCRIPTION

Overview:

RGM Managers will support the development and execution of DIAGEO suggested consumer and trade pricing plans at a market level via the AOP price planning process, with both our central NRM team and distributor partners 

This role will identify, support, and drive the execution of insights into commercial action with our distributor and DIAGEO performance leads; realizing the value from the following activities: M&E, gap close, VPM, promotional plan and trade spend optimization, and using analytical tools

Purpose
 

Ensures the DIAGEO US Spirits pricing agenda and related RGM processes run efficiently for Diageo to optimize NA NSV / GP growth

Identifies key market level NRM opportunities and ensures distributor complete the appropriate business opportunities

Improves trade spend efficiencies to drive net revenue and profitability

Drives internal and external organizational capabilities, processes, and tools in the RGM space to accelerate data insights into commercial action

Decision Making:

Independent thought starter responsible for market level headline price and trade spend/promotional plan budget. Facilitates the evaluation of where and how we spend our pricing investments

Creative problem solver who can support deal modeling and gap close ideation sessions along with bridging strategy channel plans connection to plans with our distributor network

Has the ability to identify key drivers and variances from VPM reporting, while being able to communicate and prioritize with distributor what to implement in the marketplace

Understands the impact decisions will have on commercial landscape across the 3 tier Spirits industry

Analytical thought partner who can figure out data is relevant to create actionable and measurable insights 

Financial Responsibility:

Responsible for ownership and analysis of pricing and trade spend budgets across a geographic territory  

FOB price adjustments at a state level and analysis of appropriate market segment of total Diageo trade spend and suggested distributor discounts 

Owns price/mix/margin delivery of AOP targets

Management Responsibility:

Reports into the RGM Market Director

Will be responsible for select number of markets, each with unique dynamics/challenges

Assists market business performance leads and drives accountability with distributor partners to implement the RGM agenda

Collaborates efficiently with central RGM team partners such as strategy group, systems team, etc.

Will coordinate with COE to help with tactical elements of role, including reporting, and reconciliation, as well as analytical support where appropriate

Complexity of Role:

Work across multiple teams / customers to drive pricing delivery: Commercial, Central and Distributor teams.

Influences to make better decisions to improve NSV and GP

Work with DBS on development of next generation pricing analytics, tools, data, automation

Key Outputs/Deliverables:

Deliver RGM value through price and mix that is ahead of the industry

Leads the development of annual FOB price, discount plans, and promotion calendar

Drives Market Level RGM Optimization Missions

Implement national price direction for both headline price and promotional guidelines

Facilitate monthly distributor financial reviews, including deal level VPM reviews, reimbursement impact, and dNSV results

Review and approve gap close programs and communicate impact to central finance

Ensure team is using system-based M&E tool to make data backed decisions in gap close process as well consistent post M&E reviews

Leverage Syndicated and TRAX data to advise annual price planning process as well as retailer profitability

Ensure Revenue Management Anaplan price models are properly updated

Works with distributor and central Rev Mgmt team to identify pricing opportunities

Leads development, maintenance, and communication of price changes and promotional calendars to internal personnel and distributors

Creates insightful and actionable monthly analysis of pricing results

Reviews trends and competitive activity throughout the year to identify additional suggested pricing opportunities or risks

Drives deal level analytics, Diageo / Distributor suggested margin analysis, conduct project based analytics and scenario planning to make informed suggested pricing recommendations

Resolves distributor inquiries on pricing process/data/reporting analytics

Price Model Administration - maintain frontline price changes, support calendar, suggested  price models and local pricing data (taxes, freight, etc) – multiple systems:  VIP/DO, RM/Anaplan, MSBI, AIP/Qlik

Experience:

Undergraduate degree (BA/BS) required

MBA/post graduate education a plus but not required

Strong track record in analytic or commercial sales/finance roles, commercial skill is key

Demonstrated ability to perform analytics and use results to drive outcomes

Able to build strong relationships, excellent influencing skills

Expertise in one or more of: pricing / promo analytics, tool development, syndicated data, trade terms optimization, promotional effectiveness, finance

Familiarity with multiple data sources e.g., syndicated sales data, financial data, and consumer data